Episode Transcript
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Speaker 1 (00:02):
What I'm paying that I'm coming in.
Speaker 2 (00:10):
You're listening to The law Man's Lounge, a podcast dedicated
to help you take back control of your life and
your business. Here's your host, Bill the law Man Umanski.
Speaker 3 (00:20):
Hey, welcome to another rendition of The low Man's Lounge,
Season six episode blah blah blah. I don't know, it's
been a lot of episodes doing cranking them out lately.
My next guest can't seem to get away from the
Pimcom people or the Rankings people, but they're just all
so good. We had, uh, Steve Willion and Chris Dwire.
But this next guest the reason I'm having her on.
(00:43):
I met her through Pimcom and was blown away, you know,
I was. I don't know how I got involved, but
I was. I got tickets and I reached out to
her and I remember talking to Ashley Owens Hi, Ashley, Hey, no,
and actually is the one that threw.
Speaker 2 (01:01):
This event in Arizona, right, yeah, correct? And it was.
Speaker 3 (01:05):
Huge and it was great, and you know, I realized
after talking to her that basically she was contracted to
do this event for rankings and for Chris, and I thought, well,
that was neat and they're just very very professional everything
my interactions with her and everything else, and I was like,
this woman knows what she's doing.
Speaker 2 (01:25):
And then the event was amazing.
Speaker 3 (01:27):
And for those of you lawyers that went to the event,
it was their first one, right, Ashley, that's correct, And
for being a first one, they hit it right out
of the park. And so I wanted you to come
on originally to talk about pimcom and how you threw events.
But when I was reading your bio and also some
of the stuff that had researched about you, I thought
there was some really cool stuff about you having your
(01:47):
own business called the Networking Concierge. Correct, that's correct.
Speaker 2 (01:51):
You, Yeah, And I wanted to kind of know what
that's about.
Speaker 3 (01:54):
I have a business developer and that's what she does
all day long. I love doing it, but I had
to duplicate myself. But let's take you through it, Ashley.
A little bit about your background experience, how you got
wrapped into pimcom, and then I want to talk about
your business.
Speaker 1 (02:09):
Yeah, absolutely So, just to kind of clarify, I work
for Rankings full time, so Chris hired me to actually
attend events on his behalf. When I was when I
had my own business. So he contracted me for a
couple of months and then after the last conference, I
think it was in Mexico. It was like two or
three conferences in he goes, hey, would you be interested
(02:29):
in coming on full time? And so I joke around
like Chris bought my business. I still have clients just
outside the law space, but I just kept getting promoted
to director of attorney Relations.
Speaker 4 (02:40):
And then he goes, hey, we're putting on a conference
and I want you to run it.
Speaker 1 (02:43):
So after I stopped throwing up and having a panic attack,
I said, sure, no problem, let's make this work.
Speaker 4 (02:48):
And so that's where Pimcom was kind of, you know,
built out.
Speaker 1 (02:52):
I would also want to be very clear, I have
a full team now that's helping me out with Pimcom.
So the first year, Randy Cook, who's our director of
marketing now he's the VP of brand, we created it
based off of an idea Chris's vision, and then we
executed using great contractors and av producers and things like that.
Speaker 4 (03:10):
So I did have help, but yes, I did have
a lot going.
Speaker 1 (03:13):
Let's year for the first time, and the way that
the networking concierge business started about seven years ago.
Speaker 4 (03:19):
Was I had.
Speaker 1 (03:20):
I had done twenty three jobs after I graduated college
and I've never been fired. It's been mergers, acquisitions, budget cuts,
things like that. And I knew that I had a
really big knap with reading people, more so than I
thought was even a skill set.
Speaker 4 (03:33):
That people would enjoy.
Speaker 1 (03:35):
And then I went to a networking event after I
left my position selling custom software. I wanted to pull
my hair out and couldn't do it. It was like, this
is gross. And I ended up going to a networking
event for the Phillies. So I lived in Philly ten
years and it was a tailgate. So any place there's food,
that's where I'm going to be. Like, you could ask
me like, hey, Ash, what's your feet? Are you feeding me?
(03:55):
I'm good, I'm happy, Give me a cup of coffee
and a bagel.
Speaker 4 (03:58):
I'm good to go.
Speaker 1 (03:59):
And I walked and I saw that everybody had something
in common, which was they were there a network. So
my biggest thing is what is the problem that you're
trying to fix? So when I was building up my business,
trying to figure that out, I said, I walked around
and I asked everybody. I said, Hey, what sucks for
you about networking? Like what do you hate about it?
And so one person would say I hate going by myself,
or I don't know what events to go to, or
(04:19):
I don't know who to talk to or what to say.
And so it got into an idea of where I
could talk about these services because I knew how to
do all those things, just I needed to condense them
down into actual offerings. And unbeknownst to me, there's a
gentleman there. His name is Marty McDonald, and I'll always
tell this story. Marty McDonald runs a company called Bad
Rhino out in Philadelphia, and he watched me the whole
(04:40):
time of at that event, and he reached out and said, hey,
would you ever network for someone on who's selling a book?
I said sure. He goes, Okay, I've got an event
in two weeks. Just give me a call and we'll
figure something out. So in two weeks I had a website,
business cars, headshots and LLCs and soow and SOP and
literally anything duct taped together to make something look legitimate.
(05:02):
And so I had to drive four hours to this event,
work with him for two and then drive four hours back.
And then the world opened up and then seven years
later he introduced me to Chris Dreyer and that changed
my life for a second time.
Speaker 4 (05:15):
So that is where that kind of all went and
how it started.
Speaker 2 (05:18):
So that's pretty cool.
Speaker 3 (05:20):
I you know, it's funny when I was reading your
stuff about the networking concierge.
Speaker 2 (05:25):
You know, in part of your biopack was of how
you work with business developers, because.
Speaker 4 (05:30):
Yeah, to train them.
Speaker 3 (05:31):
Yeah yeah, But I to me, why didn't you name
yourself business developer conciergs. I mean, because it is a
purpose of networking. I'm just curious the next question. Yeah,
because networking is business development because I did it for
years when networked with people, talk to people, mainly talked
about myself, which is wrong.
Speaker 2 (05:49):
As I came on this podcast, war I I'll forgive
you just sunglasses, So no one wanted to talk to me, and.
Speaker 3 (05:55):
I talked, told funny stories that I thought were funny
that maybe some people did, and there was no business
that followed because I was able to network, but I was.
Speaker 2 (06:06):
Basically not closing any deals.
Speaker 3 (06:08):
And so there's a big difference between just standard networking, right,
and then business development, which is obviously you're successful. So
tell us a little bit about the difference between just
simply networking for networking and actually networking that leads to things.
Speaker 1 (06:23):
I think that my personal experience, in my idea of
what networking is is that it's a marketing opportunity, not
necessarily a sales one, but it's the necessary step to
get to the sales one. When you network, it's not
a transactional thing. At the end of the day, nobody
gives it to him about what you do. They don't care.
They care about how you made them feel and what
problem you're able to fix. And so whether that problem
is a resource, an introduction, a perspective, a connection to
(06:47):
somebody that could potentially help them with the problem that they.
Speaker 4 (06:50):
Are having, these are all networking.
Speaker 1 (06:52):
Activities to get you into a place where you can
connect with that person, for them to be able to know,
to like, to trust you, and so once they know you,
they know more about you. They can kind of get
to the trust, to the like, and then to the trust.
And so when I think about networking, it's not just
about you know, being a cool person walking around chatting
with everybody. I have strategic questions that I ask everybody
to really engage. So I understand who they are, what
(07:14):
they do, what makes them awesome. My backlog of people
that I know, and also resources that I curate allow
that relationship to build because it is a free.
Speaker 4 (07:22):
Thing that I provide. So it's not like hey, or
here the top ten tips. Not a network.
Speaker 1 (07:26):
It's more of like, hey, actually I curated about three
hundred and sixty five free business tools. If you're transitioning
out into your own position, let me just share this
link that I found, be happy to give it to
you and hopefully that will help. Or you know what
I write for this really great magazine or article. Let
me see what kind of content team they have, because
you might be able to also write for them. So
(07:47):
it's really just sharing resources, which really kind of started
the connection process and how the networking began. And when
you're talking about business development people, they all have great personalities,
but every personality is different. Networking is a part activity,
not a free for all, and so I match people
up based off of their emotional intelligence and their networking style.
Speaker 4 (08:08):
Now, their networking style may need to.
Speaker 1 (08:10):
Get pivoted into what their emotional intelligence is saying. So
I curate these custom packages for all of the sales
professionals that have the privilege of working with based off
of their personal activities. They're right their EQ and then
the activities that follow, so they can triple down on
their strengths instead of trying to overcome every single weakness.
Speaker 2 (08:31):
I love that.
Speaker 3 (08:32):
I'm going to share with you a weakness of mind. Ye,
and uh, you know, we'll see where this goes, Ashley.
Speaker 4 (08:39):
But I can't wait, Bill, Yeah, so I go.
Speaker 2 (08:42):
When my wife hears this, I'll be in trouble again.
But when I do.
Speaker 3 (08:46):
Networking events, one of the things that I really can't stand.
Speaker 4 (08:50):
Oh, I love that. Give me the tea, Bill.
Speaker 2 (08:52):
I'm it's like, it's.
Speaker 3 (08:54):
Just like, how you doing, how's your business, how's the family,
how's everything?
Speaker 2 (09:00):
Yeah, as soon as.
Speaker 3 (09:01):
That happens to me, Yeah, but that's what I get
on the end, and I just want to leave the event.
And I then either stay there and I'm bougie and
you can't talk to me, or I'll do some crazy
stuff like I met. We threw up and then actually
you can give me some advice here. Maybe I shouldn't
be doing business develop My poor business developer has to
deal with me all the time. We threw an event Saturday,
(09:23):
and it was great. We had a small group of
people show up, some providers, lawyers, doctors. We do personal
injury and criminal defense, but this is a personal injury
networking thing. And the first questions I got from people were,
how's business, how's the family?
Speaker 2 (09:41):
And I kept thinking to myself, you don't really give
a shit about my family or my business except to
get my money.
Speaker 3 (09:47):
But I wanted to be social, but I couldn't take
it anymore. I looked at my business developer. She's really
a consumanate professional, came from the healthcare vertical, and then
she just knows what's coming next.
Speaker 2 (09:58):
And I met a young couple.
Speaker 3 (10:00):
They're chiropractors and a physician's assistant. Their Seventh Day Adventist,
so they're religious. They were young. I asked them questions
about how they met, and they had met each other
when they were young, since first grade, and I said,
how that relationship evolved? And so going so far decent?
You know, I'm asking some deep questions. Then they talked
about they broke up and they met other people, they
(10:21):
just recently got married, and then it slipped out. I said,
so you guys are back again for a second time,
and you're young, you're twenty eight, you're twenty six. The
husband wife, and I actually this is a problem. Like
I wasn't even drinking. I had half a vespers. I said, well,
since you guys are back, have you ever heard of tantra?
Speaker 2 (10:40):
Oh?
Speaker 4 (10:41):
God, Bill?
Speaker 2 (10:42):
Yeah. So then I proceeded.
Speaker 3 (10:45):
They wanted to know that, I asked them, yeah.
Speaker 1 (10:48):
Yeah, And then you preceeded to tell them the definite
the Webster's Dictionary definition of tantrum.
Speaker 3 (10:54):
Right, and how they could establish their connection with each
other even more both spiritually, mentally and energy wise. They
were laughing. I am meeting with them next week. They'll
never forget me that I'm the law man to them.
But I don't know how I'm being serious, Like I'm
not how do I stop myself from being fully authentic
(11:15):
because I cross boundaries? Maybe, but they'll remember me. They
liked me, but sometimes it may not work out. I mean,
they're eventists. They could be like this guy's the devil.
Speaker 2 (11:23):
But I did it.
Speaker 3 (11:24):
I could have destroyed the relationship or creating one of authenticity.
And I'm asking you on this question because I was intentional.
I wasn't drinking. I had half a vesper, but I
get bored. So networking is tough, and so what would
you classify a person.
Speaker 2 (11:39):
Like me in that arena? And how if I was
a business developer, how would you give me advice?
Speaker 1 (11:44):
I think the best advice one is that being authentic
and then setting a boundary for yourself are two different things. Right,
So if you're an authentic person and you like to
overshare in certain things, you're going to know when the
audience and just being very cognizant and mindful of their
body language is going to tell you more what they
tell you.
Speaker 4 (12:01):
So if you were to say.
Speaker 1 (12:02):
You know, go back and have the same conversation with
them and they kind of retreat back, You're immediately going
to know that cross the line. Maybe see if I
can kind of come up from this. But they leaned
into it and they laughed and they had a good time,
and they still booked a meeting with you.
Speaker 4 (12:14):
Is that going to happen every time? No?
Speaker 1 (12:16):
But if you read body I'm actually right now. There's
a great guy. His name is Brian Galaki, and he
teaches you how to read faces. He has a company
called Subtle Skills, And I'm so one of my big
things is learning how to read body language in a
different way, and then also identifying what speed to trust
means you, because you're very personal and authentic guy, have
a very quick speed to trust. But to your point,
(12:38):
once you get bored, why are you bored? That's a
you thing, that's not a them thing. So maybe asking
different questions allow you to actually spark better conversation might
be the way to start. So my two favorite ones
to ask are what zone picks up the phone to
call you? What problem are they having so I understand
what problem that they fix, especially if they give me
a very cookie cutter script of what they do.
Speaker 4 (12:59):
And then the second would be is like.
Speaker 1 (13:00):
Tell me more about what brought you here, and so
that gives you an idea of where they're coming from,
what their driver is. And it's a little bit more
of like a discovery conversation when it comes down to certain.
Speaker 4 (13:11):
Things that you can kind of relate with.
Speaker 1 (13:12):
The more questions you ask about, like their background, their families, whatever,
as boring as it's going to get, you can then
start to test the water to see how far you
can go without being inappropriate or awful. Now, again, since
you know how you understand people, it's literally shutting up
and listening, because you'll get more out of that than
the more questions that you ask because you're bored in
(13:33):
the moment. If you're bored, figure out to wait, something
to do with your hands, shift the gears into Let
me make an introduction to you to this person, because
I think they'd be great, because then you can leave
the conversation without feeling like you have to end it
and then walk away. So try to have a wave
to get out of the conversation, especially if you're bored.
Speaker 4 (13:52):
If it's really not you know, there's really not a
give and take.
Speaker 1 (13:55):
People should not ask any questions about you until you
go through four about who they are.
Speaker 3 (14:01):
Hm, so that's interesting, So let's let's take that snaire
go through four.
Speaker 2 (14:04):
I like that.
Speaker 1 (14:05):
But yeah, so that that that particular question is learning
more about them being genuinely interested.
Speaker 4 (14:12):
And again, networking is a personal activity.
Speaker 1 (14:14):
If you like this guy's shoes, if you like this
woman's purse, if you whatever, have that conversation because their
guard's going to go down when you don't immediately talk
about business. Everyone knows you're there for business, but at
the same time, you have to have a human experience
in order to start that no, that like in that
trust factor. So the four questions would be what brings
you here because that opens up the door for more questions.
(14:34):
And then when you're really trying to understand them business wise,
what problem uh? What uh? What do people call you
with a problem? And what problem are you fixing?
Speaker 4 (14:42):
And so the other which is my favorite, is what
is the biggest challenge you're going through right now? Now?
It could be personally, professionally.
Speaker 1 (14:49):
And then obviously, Bill, you've got away with words, so
you can finesse that however you want, because that is
the that is your question to be able to support
them and provide them a resource or an introduction, which
then provides you moving forward. So you get two or
three questions at a personal kind of have a conversation
do you.
Speaker 4 (15:05):
Know so and so? Do you know so and so?
Speaker 1 (15:06):
And then honestly ask them like what challenge are you having?
Because now they're going to go to you whether or
not they have a problem, because they know that you're
the fixed guy. You're the guy.
Speaker 4 (15:16):
So I'm from Jersey and I grew up with like
small town places.
Speaker 1 (15:19):
Go to coffee down, you know, you get the burnt
coffee the whole thing at at the deli, the whole nine.
If you have a guy, you have the power. But
you can't just say, oh, I'll make the introduction. You
pull out your phone, you make a note to yourself,
you get their email, and you follow up or send
it to your team to follow up within twenty four hours.
Because nothing drives me more crazy than not doing what
(15:41):
you say you're going to do.
Speaker 4 (15:43):
So you can provide value.
Speaker 1 (15:44):
In a fifteen minute conversation faster than you would for
a forty five minute one, where now you're just kind
of grasping out straws for another conversation starter.
Speaker 3 (15:53):
Yeah, I think this is really important, and you're going
to email that to me, but I think much.
Speaker 4 (15:59):
Just tell me the mail bill.
Speaker 2 (16:00):
Well, I'm I'm going to reiterate this though, and I
think it's true.
Speaker 3 (16:02):
I think I naturally do this sometimes when I'm not
screwing up and not getting bored.
Speaker 2 (16:07):
But you're asking them some questions, which, by the way,
is a whole other problem, Like I just don't want
to ask that.
Speaker 3 (16:13):
I mean, I want to learn about them, but I
want to do it in a different way. But I
do think what it comes down to is what brings
you here, what challenges you're facing, and then what's really
important for audience?
Speaker 2 (16:23):
That is the key.
Speaker 3 (16:24):
I think the goal to this is if they have
an issue that you can help them with and you're
a connector, then offer the connection. And I'd say not
even do it in fifteen minutes, I actually do it
right then and there.
Speaker 4 (16:36):
Well, the only.
Speaker 1 (16:38):
Caveat to that, which I love that you brought this up,
is that if you offer value too quickly before either
party has earned it, do you values the actual activity?
Speaker 2 (16:46):
Yeah?
Speaker 3 (16:46):
Stop because the Yeah, let's actually because you're saying some
great stuff and we're having a connection issue. Sure, man,
you're like hitting some great stuff, Ashley, and I like
to I want to make sure we like amazing stuff.
By the way, So what I love I want to
reiterate from our audience, Ashley, is the stuff that you
talked about, what brings you here, what challenges you're fake facing,
(17:08):
and making the referral for the problem, and then following
up with them after you do that. And the way
I do it is I sometimes make the referral right
then and.
Speaker 4 (17:18):
There through like are they in the way.
Speaker 3 (17:22):
I'll make the referral and I'll text I'll text the
person or the connection right there.
Speaker 1 (17:26):
Gotcha. Yeah, so texting is fantastic, the only thing. Sometimes
text get lost. But again to your point, like you
do whatever speed that you want. I like email because
one I can track it, and too I keep it
as a.
Speaker 4 (17:38):
Follow up so I know, like, hey, how did it go?
How did you get?
Speaker 1 (17:40):
Like I want to know feedback on both parties, because
if one did great and they had a great conversation
and one took it the other way, then you need
to know that that referral partner that you have at
referral person is not up to standard.
Speaker 3 (17:53):
So so yeah, I think we had gotten to a
point where we were talking and you had made a
caveat you kind of correct me about something that I
was doing. And I want to and I want our
audience to kind of to see that because what I
what I was telling you is sometimes in that meeting
or that in that networking happy hour, if I can connect,
(18:13):
I sometimes will do it right then and there in
the middle of that conversation, and you indicated me, well,
well stop Bill.
Speaker 2 (18:20):
That may not.
Speaker 3 (18:20):
Always be good because if they don't have trust in you,
it kind of you don't have the credibility.
Speaker 2 (18:25):
It makes you look like a oh look at me,
I'm the connector.
Speaker 4 (18:29):
That's right right, and value exactly.
Speaker 1 (18:31):
And if you call yourself a connector here, somebody call
you to call themselves a connector run because they value
the quantity over the quality. And so when you're making
those connections, like you're never going to get to trust
until two to three meetings after so you're there at
a networking event to do the know and the like.
So if you're going to be making those connections and
you're going to make a referral, you're going to take
(18:52):
out your phone.
Speaker 4 (18:53):
You're actually going to make the introduction.
Speaker 1 (18:55):
If you give the introduction or the referral too quickly,
it inauthentic ca it's the actual act of what you're
doing because if you do it quickly, you haven't had
the ability yet to get to know them, understand exactly
what they're looking for, and then reaching out to them
with a value add which is going.
Speaker 4 (19:12):
To be that person in your network.
Speaker 1 (19:15):
So you want to slow it down, really get to
know who they are, because then more that they especially
for you, Bill, because you and I are very similar
to this. Once they indicate or once they say something
that will trigger your memory or trigger your Oh you
know what, I've got somebody for you. The only way
you're going to be able to do it is if
you ask the right questions. Because if you're just giving
some introduction to some random Joe, what is the meaning
(19:37):
of behind that? Is it based off of Hey, I
actually thought that this person could be a really good
introduction because of X, Y and Z. That intro is
way more efficient and way more effective if you were
just to put two people together in a text message
and say trust me, Now, if you both know them
very very well, and you say trust me that, that's
a different that's.
Speaker 4 (19:56):
Those are your champions. Those are people in a.
Speaker 1 (19:58):
Different kind of space, a different kind of level.
Speaker 4 (20:00):
But if it's a brand new person.
Speaker 1 (20:01):
You really want to lock in why you're all our
meeting and who has the need for who doesn't have
to be transactional. Mostly it doesn't have to be transactional,
but it can be. This is what the idea was
when I just put you two together, and so that's
that's the better, more authentic way to do it, and
it gives more value to you bringing your own network
(20:21):
to this new person.
Speaker 3 (20:23):
So just to drive the point home to my listeners.
It's It's not as if I then talked about the tantric.
Speaker 2 (20:29):
And said, hey, I can refer you to a tantent
sex coach. Let me get out my number and do that.
That would have been bad.
Speaker 4 (20:36):
I got some pictures.
Speaker 1 (20:37):
Here just to give you an idea what I'm talking about.
Speaker 2 (20:41):
Sometimes humor drives a point home. But I think I
agree with you, and I just the lesson lesson learned.
Speaker 3 (20:46):
I say to them very politely, but I've asked them
more questions about their challenge. I don't goes what your challenge,
let me connect you, but figuring out what their their
problem is and listening. Like you said, listen, But I
do say to them, listen, I like to make the
connection now because I'm fifty eight years old and I
forget shit, and if I don't do it now, I'm
(21:07):
bad at executing. Would you mind if I do it now?
And how would you feel about that? And they're usually like, yeah, sure,
do it. I think the thing though, that is interesting
that I don't do enough is then to because I forget,
is to then follow up with them to see if
either my source connected with them or they connect with
(21:27):
my source it's almost like you have the technology.
Speaker 2 (21:30):
Now you have a text.
Speaker 3 (21:31):
You could do a text like three days later and
time the text going, Hey, John.
Speaker 2 (21:37):
Did you follow up with Mary? And did she?
Speaker 3 (21:40):
Was she able to solve that issue with you? Do
you need to make do you need me to make
another call to them or something?
Speaker 2 (21:45):
Ye?
Speaker 4 (21:45):
Or how did it go? Especially? Yeah? And the way
And there's two folds of that.
Speaker 1 (21:50):
One, it shows this new contact that you're serious about
keeping them in your network, so you're providing value there
by following up. And two, you're vetting the two people
you made it connection with to make sure they can stay.
Speaker 4 (22:01):
On your A or your B team.
Speaker 1 (22:03):
And so that allows you to then qualify the connections
that you make quickly without having to be like, hey,
I know this person is a good dude, but maybe
he said something really stupid or this woman is kind
of a flake.
Speaker 4 (22:14):
Whatever. The goal is is that you're vetting your network
is that.
Speaker 1 (22:17):
It is the most powerful thing that you have, and
that is and it's of value. So you don't want
five thousand people in your network. You want fifty solid
people who are going to go to bat for.
Speaker 4 (22:26):
You and you're not in the room.
Speaker 3 (22:28):
That's another good point, because there's a lot of personalities
out there, especially among entrepreneurs, and you know this personality
testing that shows this that you know there are people
out I don't know if it's Kobe or I think
it's Kobe. But if you have the type of personality
that you like making new friends, and you keep going
on to the next new friend, the next new friend,
(22:50):
then your depth of relationship with the individual is not there,
and you forget your old friends or you don't even
establish a relationship to create a real friendship. So it's
more is not better. So the same thing with like
more likes, more engagements, it's the who's engaging and how
they're engaging.
Speaker 2 (23:07):
Now you mentioned something.
Speaker 3 (23:09):
Really important to me, and then we had the technical
issue about MLP Neurally.
Speaker 4 (23:14):
Yes progress do you know NLP? Do you like?
Speaker 2 (23:16):
I do?
Speaker 3 (23:17):
I took it a long time ago, and I was
told that I really needed to revisit it, that there
was plenty of advanced improvement. So I'm curious to hear
about your take on it, where you learned and who
you learned with and stuff like that.
Speaker 1 (23:31):
I forget the instructor's names are on my Facebook now,
but I took it was a five day course. It
was like the beginner course, right, just to kind of
learn about NLP, and I love human behavior. I think
it's more because I need to be in control, meaning
that if I can read you before I even step
up to you, it gives me more of a way
to engage with you authentically and be able to ask
(23:51):
the right questions, and also to understand and be mindful
of the person's experience with me. So I do that
within five to ten seconds of walking up to a
new person. So being able to have that is helpful
what I do take from NLP, which to your point, Bill,
I also have to revisit a bunch of things. But
the one thing I love is, and I teach this
and them in some of my presentations, is the sensory
(24:13):
modalities and sensory modalities we can we are able to
I'm able to understand how this person communicates and how
they digest information. So for those who are listening, sensory
modalities are kinesthetic, auditory, digital, auditory, and then visual and
so people typically speak and digest information in one of
(24:34):
these five ways. So for example, and make decisions this way.
So for example, let's say I am going to.
Speaker 4 (24:42):
Analyze you.
Speaker 1 (24:43):
No, no enough time for that. Then the therapist and also
psychologists in the room.
Speaker 4 (24:47):
But that's okay. So here here's an example.
Speaker 1 (24:53):
If I'm going to let's say my sister is getting
married and it's a it's a black tie event, and
I have to go to New York for it, right,
the way that I purchase something right for myself is
I will go to let's say Express or Macy's or
Northstrom or whatever, and the first.
Speaker 4 (25:09):
Thing I will do is I will look around and
I will look for.
Speaker 1 (25:12):
The either the dress section. Then from there I gotta
feel it. I gotta look for the size. I canna
understand what I want, and then I go into the
I take a couple of them, and then I go into.
Speaker 4 (25:24):
The dressing room.
Speaker 1 (25:25):
I see how it fits, how it feels, how it looks,
and then I reach out to my sister ask her
she's got an opinion on it, and then.
Speaker 4 (25:31):
I look at the price tag.
Speaker 3 (25:32):
Right.
Speaker 1 (25:33):
So what I did there is I'm more visual because
I'll buy things off of Instagram and TikTok faster than
you can say coffee.
Speaker 4 (25:39):
Like it's a problem. So and then the next is
I need to feel it.
Speaker 1 (25:43):
So it's very visual first, and I need to feel
it needs to feel good. Then the I believe, not
the modification, but there's basically asking.
Speaker 4 (25:51):
Somebody for their opinion.
Speaker 1 (25:53):
A decision is two because I need to talk to
my best friend and I need to talk to my sister.
And then the the end of that is the auditory digital,
which is the logic part of your brain. And then
I look at the price tag. My partner does the opposite.
He goes straight to the sale rack and he's getting
a pair of sunglasses, and then he asks me a
couple of things. So if you can understand how this
(26:14):
person communicates, you'll be able to reciprocate the way that
you speak to them and close faster deals.
Speaker 4 (26:20):
So, for example, if if Bill says, you know, actually
I hear what you mean. That's really interesting, that's really exciting.
Speaker 1 (26:24):
Okay here, So he's more auditory, So if I'm going
to get his attention, I need.
Speaker 4 (26:28):
To be I need I need to repeat back, Yeah here,
what you mean? That's great? Yeah?
Speaker 1 (26:32):
Absolutely. And then if he says something like, you know what,
I really see.
Speaker 4 (26:37):
The value in X, Y and Z, Yeah, you know what.
I see it too.
Speaker 1 (26:40):
It's very pretty it's and like describing things visually and
then if they say think, they're auditory digital So if
you peep those things back to them, it allows you
to then communicate in a way that they digest information
and it already creates that commonality and that that uh uh.
Speaker 4 (26:58):
That speech to trust is a lot faster.
Speaker 1 (27:00):
And then when you see people mirroring and matching, right,
not mimicking, but mirroring and matching, that is actually the
best compliment because they're trying to make the other person
feel comfortable, so and they know what they're doing. I
do it all the time.
Speaker 2 (27:13):
An EQ is really a part of that is to
is to know your audience.
Speaker 3 (27:18):
I think, you know, I remember from NLP thinking and feeling,
so when I hear the word feel, I'll go into
a more emotional kind of aspect. If I hear the
word think, then I'm actually more in the auditory logic
part of that equation. The problem sometimes is when you
run into For me, I go between thinking and feeling
(27:40):
and I actually deliberately will say think or feel, not
even in a networking event, but like I try to
remember because it's hard. Sometimes if I say I think
too much, I don't like myself with being always in
the logic zone, a logo zone. So I then have
to use the word feel to remind myself that there's
an emotional aspect, because.
Speaker 2 (28:00):
We're right down the middle with that. But when I
hear something start.
Speaker 4 (28:03):
With thinking and then you end with feeling. There's nothing
wrong with that.
Speaker 2 (28:05):
That's just how you make decisions, sure, right, But sometimes
I feel and thing too. So you can go, let's
look at that outfit and say, wow, that's a beautiful jacket.
Speaker 3 (28:16):
It's kind of a peacock color. I love it, But
then I think, well, is.
Speaker 2 (28:19):
That going to be in the right environment versus I
go in.
Speaker 3 (28:22):
And sometimes it'd be like I want to go to
this event, I want to be a peacock, And I'll
think about it and then I'm like, Okay, I'm gonna
pick this color, but if I don't emotionally like it
at the end, I'm not going to really get it.
So I'm not going to just do it logos wise
and get it. So but that's really good. I don't
PEA is really good. I think that they've advanced. I
took the basic course years ago. When you say the
(28:43):
five day course, that sounds about right to me and
I you know, and you know, I think they.
Speaker 2 (28:49):
Offer it, I won't do it on zoom. I think that,
and I'll you got it not be done. Yeah, and
I took it back day.
Speaker 1 (28:57):
You get really really dip. Everyone's crying by days, like
it's a whole thing. It just seems nippy dippy, but
it gets really And they teach you ways to trick
your unconscious mind. And that is so powerful when you've
got trauma, when you've got you know, imposter syndrome, when
you've got all these feelings, because we operate at such
a high level. Of course we're strange, of course we're weirdos.
(29:18):
Like nobody starts a business in sound mind, you know
what I mean, Like nobody becomes a lawyer's sound mind.
You become a lawyer because you've got amazing activities and
you want to help people, you know, when you start
a business because you want to you know, do something yourself.
Speaker 2 (29:32):
Right.
Speaker 1 (29:32):
My point in bringing that up is like you have
to be able to understand yourself before you could understand
that audience, your client, your networking partners, anybody. So it
is a and again I'm not getting paid to say
this because I just find it. It was the most
beneficial investment I've ever made in my professional growth.
Speaker 3 (29:49):
And that's why I wanted to point out for an
audience that if you start looking online and you start
seeing NLPU and it's offered via zoom and the comfort
of your room, that's not the real deal.
Speaker 2 (30:01):
Unfortunately, you know, and yes, you know when you do.
Speaker 3 (30:04):
Mediations now and you're litigating and all these mediations are
on Zoom, and you got to you got to be
able to look at someone's body language, or you don't
even see their body, you just see their face, which
is why facial recognition is really important.
Speaker 2 (30:17):
It's still not the same because unless.
Speaker 3 (30:19):
You plan doing your business all by zoom, when you're
going networking, that's you know, that is in person and
it requires a different skill set.
Speaker 2 (30:27):
So I think that's why I wanted.
Speaker 3 (30:28):
To make that point is in my opinion, you've got
to invest that time and do it in person. And
and by the way, it's usually going to be a
place that's not in your I also would say, don't
do it in your town. Take the time to get
away because I think Ashley, you mentioned this, you got
to touch upon some very personal stuff and get real
and sometimes if you're in your town, you're thinking about
(30:50):
your family and your business and you really you can't
be doing that.
Speaker 2 (30:53):
You got to be all in to really soak up
the NLP. And it's expensive.
Speaker 4 (30:58):
And it's also exhausting.
Speaker 1 (30:59):
And we're not trying to not sell you guys into this,
but you once you're out of it, though, it's great
meaning and when you're in it, it's great and there's
a lot of revelations. You're gonna think it's real stupid
the first two days, and then you're going to shut
up and you're going to listen and it's great.
Speaker 4 (31:13):
So I'm a big fan. Yeah, So how do you talk.
Speaker 3 (31:17):
To you know, some of the things that you do
that I that I thought were really interesting is what
are some of the clever ways that you do by
building your group of champions to become your army? Yeah,
because I love that the way you said that there's
some basic things to do, But tell me, like some
(31:37):
out of the box things that you thought about or
is it just getting back to basics to building that
champion of army.
Speaker 1 (31:43):
So that particular statement is based off of what I
call the A and the B team. So the A
team are people that you know, excuse me, the B
team or the people that you know and you like.
And then the A team are the people that you know,
you like, and you trust. And then you keep this
list and then you introduce them to get or make
a point every Friday to make one introduction to them together.
(32:04):
When you think of an army, when I think of
you leading this army, no one's going to follow you
if you don't fight for them tenfold. And so the
benefit of having a group of champions to become your
army is that you've got people who are going to
advocate for you when you're not in the room, but
you have to provide value at least ten times before
you can really ask them to fight for you. This
(32:26):
also came from a personal story for Okay with It.
But I got divorced when I was in Philadelphia, and
I didn't tell anybody because I'm ash Catholic, and you
keep everything you know in your gut until you stroke out.
That's usually what happens, and so I didn't tell anyone.
And I had a pretty big network in Philly, and
I reached out to a group of individuals who are
part of this virtual networking group about sixty people that
(32:46):
I've had having meetings with. This is during right during
the pandemic. And I asked them, I said, Hey, does
anybody have any referrals for you know, independent insurance, for
a you know, an LLC. When I tell you, everyone
read between the lines without even saying it. I got
fourteen calls, I got seven text messages. I've got seventy. Sorry,
I got twenty emails saying what do you need? And
(33:11):
it was a simple question, and I said, I'm good, guys,
what's the problem.
Speaker 4 (33:14):
I had four phone calls? What do you need?
Speaker 1 (33:16):
Nothing, Ashley, what do you need? And the fact that
I had this overwhelming big of support. I was so
used to being of service to these people because I
wanted to, because that was the value of that I
was providing that I didn't even think to ask, and
that and that saved my life. And so when I
talk about building a champions to become your army, and
(33:37):
network is so much bigger than just the people that
you have in a spreadsheet. It's so much bigger than
the people that you see every week in an event.
It's so much bigger than to go into a conference
and seeing all the vendors and seeing all the attorneys
and seeing all the speakers. That you know is that
you have no idea who you're going to impact and
whose life are going to change by listening or by
asking them the right question. And I've had instances where
(33:59):
I've given presentations on the tactical aspects of network and
not really go into deep and just telling a few
stories along the way, and I've had more people come
up to me crying saying that like, whatever you said
kind of hit a nerve. And then I pulled them aside.
And I don't care how long the line is. I
pulled them aside and say, tell me what's going on,
and either they have an issue here, here and here
and here, and so as another human, I talk to
(34:20):
them in that capacity, and if I have a recommendation,
then I will.
Speaker 4 (34:24):
And most people just want to be heard.
Speaker 1 (34:26):
So when you think of a network, these are people
that will advocate for you, but that also might save
your life when you really do need it, regardless of
what you provide them as far as transactionally or business wise.
It's really important that you have people in your life
that you have done a ton for without asking anything,
because you have no idea when you're going to need
them when it really counts.
Speaker 2 (34:46):
Yeah, But you know.
Speaker 3 (34:47):
The important thing with that though, too, is but then
after you've established that, make the ask because there's a subset.
And I never did that for years. I just had
a pastor in my office who made an ask of me.
And it's funny, like I never used to make the ask,
and I never realized that it was the pride and
the ego that held me back.
Speaker 2 (35:05):
So even though we grew to.
Speaker 4 (35:06):
The game bill like we don't ask for help at all. No,
I get you. I'm also struggling with that too, for sure.
Speaker 3 (35:12):
But there's a lot of lawyers and a lot of
business owners that know how to do that. And politicians
talk honestly about it's a hit that they call or
something so, and that's a big thing. If you don't
make the ask, you can't receive it, and that's a
biblical thing. But it's also true. I mean, like you
got to make the ask. But you see, two things
can be true at the same time. And it's funny.
(35:34):
You can do for others without an expectation of return.
That's really important, however, and it is cool to be Oh,
I do for other people. And the guy never asked
me for anything. He's a cool guy, a cool woman. However,
that's not getting you anywhere. So it's getting over the
mindset of I think. And I don't know how you
would refer this or analyze this, but if you do
(35:58):
things for people, just be open to the idea that
when you need something, ask them and and and it
doesn't have to be one for the other. It's that's
not you know, a lot of people have a hard
time with that because they're like, I don't want to
be perceived as someone that's asking for things. But then
it's almost.
Speaker 4 (36:15):
Like beet perceived is weak.
Speaker 1 (36:16):
Yeah, and I have to ask for help, and I
think the asks can be less of a I don't
know what to do and more of I'm trying to
save my time, my energy and my space.
Speaker 2 (36:30):
Uh.
Speaker 1 (36:30):
And I'm asking you because I know that you're the
expert in this and I can go down six months
and I can figure it out, but i'd rather you
give me some advice of what direction to go into.
And that seems that's and that that's you respecting this
person's background, resources, tools, skill sets and everything.
Speaker 4 (36:46):
So the ask is, now, can you fix this for me.
Speaker 1 (36:48):
The ask is can I pick your brain on X,
Y and Z or what would you do in this instance?
Because I trust your I trust your opinion. And that's
a very different conversation than saying, hey, can you send
me this person? Or you know, hey, would you do?
Speaker 4 (37:01):
Do you know?
Speaker 1 (37:01):
Would you pay X amount for the sponsorship? It's a
very different conversation.
Speaker 3 (37:07):
Yeah, that's really good stuff, Ashley, And I think you know,
I was sitting there and thinking about all the stuff
that you did with pimcom and the networking. You know,
you have people on the ground making the relationships while
you were running that event, and it's funny. I'm just
curious when you ran that event that's really not networking.
(37:29):
I mean you had to have other people do I mean,
it is networking.
Speaker 4 (37:33):
This is a great state. Yeah, you're making a great point.
Speaker 3 (37:36):
How did you feel when you had to put all
this on and you had to delegate a lot of
that stuff.
Speaker 4 (37:41):
To like, not say delegate to, but I delegate to
you delegate.
Speaker 2 (37:45):
There were people there, they were all.
Speaker 4 (37:47):
There, right, I got this year. I got people. I delegated.
Speaker 1 (37:50):
The day of it was me and Randy Cook and
then our av producer.
Speaker 4 (37:55):
But everything else that was day of Well, talk to me.
Speaker 3 (38:01):
You shouldn't have been talking to me about what. I
don't even remember what you were talking to me about.
That's absolutely right. Someone else should have been talking to me.
But I wasn't a speaker, right, I was just coming
as a guest.
Speaker 1 (38:11):
Oh yeah, But me going up there and meeting everybody
is great one. It's it's also put a face to
the name for me. So as soon as you, you know,
reached for things like this, as soon as you reached
I'm like, oh, I.
Speaker 4 (38:21):
Know, Bill.
Speaker 1 (38:22):
But here's the thing. The way that Networking funded PIMCN
was for a year, I went to twenty three conferences
and I made wonderful connections of wonderful friends.
Speaker 4 (38:32):
With the vendors there. Who do you think sponsor pimcon.
Speaker 2 (38:35):
Yeah.
Speaker 1 (38:36):
When I picked up the phone and they made a call,
I say, hey, girl, I got a question for you.
I know all the things that you hate about conferences,
and I know that the problems that you've had in
the past. What if I told you I fixed all
those problems for a conference that's something that you would
want to go to. Oh? Absolutely absolutely. So what I
did was I listened. I asked the questions because.
Speaker 2 (38:55):
The vendors and their major issues if they have another conferences, and.
Speaker 1 (39:00):
Also talking to other attendees at conferences and asking these questions,
what do you guys like.
Speaker 4 (39:05):
What don't you like? What's the biggest issue that you see?
Speaker 1 (39:07):
Do you know this information is someone just selling you
something on stage? So everything that I asked and all
the conversations, the deep conversations I've had with people for
a year, I got to know the players. I got
to know what this industry's standard is from the law space,
and the industry standard is what people expect at these conferences.
And then oh, look at us, We're going to be
(39:28):
able to go about seven steps above. And we did
for the first one this year. Oh my god, Bill,
I can't even tell you what's happening. It's so exciting.
But we have so much more involved And instead of
you know, selling out of our booths by June, we
sold out in eight weeks of our booths by we're done.
We have sold out with booths back in February, and
that's and we added on more booths and we increase
(39:50):
the price because we've got different offerings for that and
they sold out. So it's just a testament to when
you network well and you listen to people and you
take that data no matter how long it takes, and
you curate it to an event that not only.
Speaker 4 (40:04):
Were the we're.
Speaker 1 (40:06):
Not only will the attorneys really benefit because the quality
of speakers are great, the experience is great. We're using
programming throughout the entirety of the event that is based
off of legitimately networking. Now this year we've got Dana
Define who's on our team, who is now doing the
business development for He's going to the events, but we're
(40:26):
both still selling the the sponsorships. But last year I
sold every single sponsor so without without being in the
space before, I think.
Speaker 3 (40:36):
No, I one hundred percent you were doing business development networking.
Speaker 2 (40:39):
To get up to there. That's why the vendors were there.
Speaker 3 (40:41):
I was thinking more about the logistical aspect of the event,
because you still respond with the logistical aspect, and I
guess I'm thinking about the day of the day before,
like your job is that you were working your job
for a year ago and all those events, and now
that the logistical aspect of it, how you felt in those.
Speaker 2 (41:02):
Days, because that's not that's why you got to get
this event. It's a party. Now, it's time to have
this party. It's got to go off, right, this is
my first run. I'm not in a legal space yep. Yeah,
venders all these issues that come up last minute.
Speaker 1 (41:15):
What I recognize though, about being in this position is
that Chris did a really good job letting me do me.
Speaker 4 (41:20):
And what I mean by that is is.
Speaker 1 (41:22):
That he saw value in me before I did, and
so when he gave me this opportunity, it wasn't like
I don't think you can do it, let's kind of
check in or whatever he goes, you're gonna do it,
and it was more of like, I can I can
trust you to do it. So I had all the
skills to do this role, but I've never put them
all together in one for one role. And that's what
I learned very quickly. So I was like, oh, okay,
(41:43):
I can be neurotic over here because we.
Speaker 4 (41:44):
Need this X, Y, and Z. But I think the
biggest thing was is.
Speaker 1 (41:48):
That what really helped me under to your point with
logistics is that I followed the AV team for that
same year and I went to six or seven of
their events, sat backstage and watched How Things Happened, which
means that backstage with the speakers, what happens when a
tech issue happens, how do we fill.
Speaker 4 (42:08):
It with X, Y, and Z.
Speaker 1 (42:10):
So I started to learn that aspect of that kind
of production, so I can at least be knowledgeable of
how do I help fix this when the av producer
is working on like the Pyro that maybe not gone
off right, and the speaker's getting a little impatient, and
I can give him a time clock. So being able
to have an understanding on both ends allowed me to
(42:30):
be able to put on a show. And that's not
me because again, it's all the rankings team, it's Chris,
it's everybody in that moment. I had to be able
to answer the question to my sales team and say, hey,
we're trying to talk to this person.
Speaker 4 (42:43):
He's coming off stage.
Speaker 1 (42:44):
How much time do we have so they can prep
like knowing how to look for that. So being able
to understand logistics from a from a backstage perspective when
the show is being put on, and then logistics on
front of the house. You do have a lot of
trial and error, but there is there's a lot of
knowledge that I gained just from observing and shutting my mouth.
Speaker 4 (43:05):
And so that's what I took to pim Con.
Speaker 1 (43:07):
Now this year, we got a team, so I can
scoot around bail and I can talk. They might give
me a headset, but I cracked too many inappropriate jokes
over the headset.
Speaker 4 (43:17):
So I don't know if I'm gonna be allowed this year.
Speaker 1 (43:20):
But it's more because I know the staff, like I
know the team, like the av team, and these guys
are the best. This is foh events, They're fantastic, so
and I love those guys and so I can crack jokes,
but I also know that they're going to go to
bat for me. So I went and I hung out
with them for six to seven events. Brought them food,
(43:42):
brought them coffee, and they needed water like I was
Mamager backstage.
Speaker 4 (43:45):
I'd loved it.
Speaker 1 (43:47):
But I also got to network with the high profile individuals.
I got to network with the gen Gottlibs of the world.
I got to network with the Dann Martales of the world.
And I got a chance to see how those guys
do it, how those women do it. So that way
are our standard is way different at pim Con. Because
I observed I watched and I.
Speaker 3 (44:04):
Understood, Yeah, I just again, that was an amazing conference,
and I think I definitely was drawn to you from
even before the conference. That's why I wanted you here,
which says something about yourself which is interesting, and then
you threw off this whole thing, which was wonderful. And
by the way, I should do We have a date
(44:26):
planned because we can do a link.
Speaker 2 (44:28):
Is it too early? Is it?
Speaker 4 (44:29):
We are launching tickets on.
Speaker 1 (44:32):
At MTMP this year, so we've got a whole campaign
ready to go.
Speaker 4 (44:36):
We've got a two one hundred and sixty seven.
Speaker 1 (44:38):
Person wait lists for the tickets, so they will get
it a twenty four hours before we launch it live.
The event is October fifth to the eighth at the
Phoenetian in Scottsdale, and we are super excited because I gosh,
I don't know if I can tell you yet who
we have. When you go to the website, you'll see
who our comedian is, and then our keynote is. It's
(45:00):
going to be a surprise, So we're not even going
to announce who our celebrity keynote is because we want
to drive up not only energy, but we want people
to come specifically because of the content, the speakers and
the experience, and then add a little bonus to it.
But I can tell you I'm currently working on a
drone show, but don't tell anybody.
Speaker 2 (45:17):
Oh that's really cool.
Speaker 3 (45:19):
And if you when you email me after the show,
the dates and times in the link and if you
and just say would you put that in the post,
you'll put that in there.
Speaker 2 (45:27):
Yeah, no problem, great.
Speaker 1 (45:28):
Yes, let's we'll get you accessed about twenty four hours
before it goes live. And then for vendors who want
to come individually, like not as a sponsor, we only
have twenty five of those tickets and so and then
we also our VIP experience.
Speaker 4 (45:42):
We up the ante.
Speaker 1 (45:42):
You guys get a concierge who's going to have your
favorite drink.
Speaker 4 (45:45):
When you arrive.
Speaker 1 (45:46):
Yes, smart, we've got a VIP Dinners situated for y'all.
We've got a whole VIP lounge that's instagrammable. It's going
to be one of those things where being a VIP
and it also includes your hotel.
Speaker 4 (45:59):
So being VIP gets you access to a little bit
more of a refined space.
Speaker 1 (46:04):
But also it's from my lovely introverts who don't want
to be in the main area. You guys can hang out.
There's gonna be a monitor in the VIP lounge, and
it's going to be so much fun.
Speaker 4 (46:11):
So we're excited.
Speaker 1 (46:12):
And then that also comes with a meet and greet
with our celebrity guest.
Speaker 3 (46:16):
Yeah, so you must have done some work actually talking
to VIPs to getting to figure.
Speaker 2 (46:21):
Out what they want.
Speaker 3 (46:22):
Sure, you know, it's amazing to me that I have
a lot of these events and you pay extra money
and they think, you know, it's just the meet the
greet with the picture of the celebrity and a breakout
room with some couches. But it sounds like, yeah, that's right,
that's like basic, basic, but like it's providing value.
Speaker 1 (46:41):
But at the end of the day, it's like, what
do these people want? They want convenience. I mean, I
want convenience. If I'm a VIP, I want to be walked.
I want to have one point of contact at the
conference that can work directly with the hotel to help
me with whatever I need. I want somebody that is
going to greet me when I get there and just
be like, hey girl, what do you need.
Speaker 4 (46:59):
I'm like, I need a cup of coffee.
Speaker 1 (47:01):
Oh, fantastic and they have their own space and it
also allows people to network with Again, the tickets are
expense I'm saying expensive. The tickets are a higher ticket
price because we're offering sit down dinners, dedicated drinks, dedicated everything.
You get gifts from us, like really nice funds, and
then you get the meet and greets and then you
get a front row seat for the comedy show. So
(47:23):
it ends up allowing us to have more fun with
it and also give you an experience that you can say, Okay, cool,
I want this for next year.
Speaker 4 (47:30):
So yeah.
Speaker 1 (47:31):
I love limiting the amount of VIPs too, so it's
not like it's only fifty so yep. And then we
decrease the amount of sponsorship opportunities but increase the packages.
So that way, the ratio between sponsors and vendor, sponsors
and lawyers are very vastly different, so it'll be a
lot of fun.
Speaker 4 (47:47):
It benefits both sides.
Speaker 3 (47:49):
So have you gotten into this position and now you
have a team, tell us a little bit about like
just everything from the beginning and that, like you have
a do you still do your TV show that you
have and you're still doing all that stuff where you
let all that.
Speaker 1 (48:04):
I was just in Philadelphia doing a speaking engagement for
Women's International Women's Day, and so, you know, Chris is
really big on you know, he loves the fact that
I'm an entrepreneur. I don't ever let it mishmash with
rankings because that is my number one goal.
Speaker 4 (48:19):
But it's under the same umbrella.
Speaker 1 (48:21):
So I still do work with clients, but I work
more with them on the consulting basis. And if someone
one of my service offerings is to attend events on
behalf of my clients.
Speaker 4 (48:30):
I just don't take any from the lawyer space.
Speaker 1 (48:32):
And then if I can't do it because I have
another conference I go to. I have a contractor that
I use who has been trained up so that allow
and then I have a course that you can purchase online.
Speaker 4 (48:41):
I've got.
Speaker 1 (48:41):
You know, speaking engagements are more more. I get more
money for those because I can provide more value that
way for an hour, but that's an eat, that's one
hour out of my day, maybe a travel time, and
that doesn't interfere with the responsibilities that I have with
with Chris. And so the benefit of being in this
position is I understand how the flow of an event
needs to go as an attendee and now on the
(49:04):
back end of it. So my biggest goal and my
biggest thing is how do I educate our attendees and
our sponsors, how do they network.
Speaker 4 (49:12):
With each other?
Speaker 1 (49:12):
How do we give them better uh tips and tricks
of like, hey, this is the agenda that's going on.
Here are the great pockets where you can kind of
mix and mash and mesh and really educate.
Speaker 4 (49:23):
So the I don't do it. I don't do the
TV shows anymore.
Speaker 1 (49:27):
I sold Connect a success back when in Philly and
then this is a TV to that when I was
a blonde. If you look back at those videos, that was.
Speaker 4 (49:36):
A very different person.
Speaker 1 (49:37):
And this year my biggest goal right now for Key
one is I'm creating a networking course for our team.
Speaker 4 (49:42):
So that way.
Speaker 1 (49:43):
Anybody that steps on an event site, whether it's pim
COON or MTMP or any of the other conferences, they
know how to They know what to do, they know
the tricks, they know what'speed to trust is they understand
how to use NLP just as a guide and what
their emotional intelligences are. So it allows us then replicate
this process so we can just build a really good
(50:04):
event team because it's.
Speaker 4 (50:05):
Just me and Danny right now. So me and Danny dat.
Speaker 2 (50:07):
It's gonna grow. It's gonna grow more than that. But
did you I think what platform we use for course buildings?
Just out of curiosity, I like teachable.
Speaker 1 (50:14):
I've used teachable in that path because I think for
the internal one, what I'll probably do is use loom
just because it's a little bit easier and they can
get through it pretty quickly. But I like teachable. So
I have a course called how to Not Suck at
Networking and.
Speaker 4 (50:26):
It's on so on teachable.
Speaker 3 (50:28):
So one thing that I'm gonna how much is it
for audience by the way to ninety seven?
Speaker 4 (50:33):
And that comes with the workbook, and then you also
believe I get.
Speaker 1 (50:36):
To get a half hour with me afterwards to kind
of discuss.
Speaker 4 (50:38):
Your own audit.
Speaker 2 (50:40):
Two hundred and ninety seven dollars. Correct. That sounds like
a big bargain. Actually, that's cool, fel I.
Speaker 1 (50:46):
Know everyone can yeah about it. But I also teach
at a Temple University. So I'm a professor over there,
excuse me, I'm an adjunct instructor, and so I teach
personal branding. So one of their modules is they actually
have to take that too, because that's part of their course.
Speaker 2 (51:00):
That I've got a I want to take.
Speaker 3 (51:03):
I had a lot, so many different questions, but but
I do have an idea for you before I do that.
Just remember the word mastermind. I know you know what
that is, but just remember the word mastermind. But I
have a basic question for you, which this is the
number one question that and different there's different techniques and
I would admit that I'm not really good at it.
(51:25):
Some people have horrible memories. And if you are with it,
and if you have the kind of personality where you
meet a lot of people, and even though you want
to keep it, you want to keep your circle small,
but you tend to meet everyone. You've done a lot
of personal branding, a lot of people know you from
social media, you have lots of clients.
Speaker 2 (51:41):
You know where this question is going to go. How
do you remember names?
Speaker 3 (51:46):
Because I can tell you still and at fifty eight
it gets harder, Ashley.
Speaker 2 (51:50):
So there are people that.
Speaker 3 (51:52):
Talk about mnemonics like for us we have culture, it's
power and I can remember power, positivity, ownership, work as
a team, relentless. But how do you remember names? Because
even as an event the other week, someone that I'm
actually have hung out with, have had lunch with several times. Yeah,
and I'm like, can't remember their name and I remember.
Speaker 2 (52:13):
Things about them, but their name doesn't stick. How that?
Speaker 3 (52:19):
And then how do you extricate yourself from that situation
when you're with your partner and have to introduce yourself
to someone who doesn't know So couple thanks, These are
networking full past the worst. Actually, there there's no value
that you're giving to someone if you can't remember their name.
Speaker 4 (52:39):
So two things.
Speaker 1 (52:40):
One, you're humans, so stop blaming yourself for not being
able to memorize the thousands of people I'm sure you
come in contact over the course of every quarter. Number Two,
I don't have an answer for you. I have been
in situations where I had people run up to me
and say, it's so good, I'm so glad, how are you,
how's it going? And I cannot remember their name or
(53:03):
where I met them, And that happens.
Speaker 4 (53:05):
It's not because they are your different value.
Speaker 1 (53:07):
It just means that the input that I have that's
coming into my brain is not equating to the output.
So things have to go into my brain and they
have to come out and then I have to replace
it with stuff that's you have to give yourself grace
with that. So what I typically say is, oh, my gosh,
it's so good to see you. How's it going, what's
going on in your life? And then hopefully context clues
(53:30):
will help me identify their name. If I'm with somebody
and I know the person's name that I'm talking to,
I say, hey, have you met Bill?
Speaker 2 (53:39):
Oh?
Speaker 1 (53:39):
No, I haven't, And then their immediately action is going
to be able to give them their name to oh,
Bill Knights to meet you, I'm so and so. So
if you maneuver in a way where you can still
be kind, courteous and not negate the fact that you
don't know their name because it is the most important
thing about them, but you're still giving them kindness and
learning more about and help yourself recall in the most
(54:01):
positive and passion experience for them.
Speaker 4 (54:04):
It doesn't matter if you don't know their name.
Speaker 1 (54:06):
What matters is how you made them feel in the
moment when maybe you're at fault for a hot minute.
But you cannot blame yourself because there's only so much
input and so much output we can do on a
daily basis, And if I know you, Bill is that
you give a lot of energy with every interaction that
you have, and if you do it slow as smooth
and smooth as fast, you'll be able to get context
clues and learn more about them. If not, what you
(54:28):
can also say to them is like, hey, i'd love
to follow up on this.
Speaker 4 (54:31):
What's the best email for you? And then typically their.
Speaker 1 (54:35):
Email is in there is in their is in their
their name is in their email, or say hey, can
you say can you put your contact information in my phone?
Speaker 4 (54:45):
I want to make sure I don't forget.
Speaker 1 (54:46):
And then I'm like, we'll take a picture together, and
then I drop that picture into their context and now
I've got more context clues.
Speaker 2 (54:52):
So those are things you can do.
Speaker 3 (54:54):
And also, hey, i'd love to I don't know if
we connect on social media?
Speaker 2 (54:57):
We do?
Speaker 3 (54:58):
Oh, but can I look at your social media page?
I want to different ways.
Speaker 4 (55:02):
Is a little bit more personal.
Speaker 1 (55:03):
I like emails just because it keeps a professional They say, hey,
are we connected on LinkedIn?
Speaker 4 (55:07):
Can you let me know? Can you find yourself on
LinkedIn real quick?
Speaker 1 (55:10):
I would do that before you do socials, just because
it keeps that separation of especially if they're a new
person keeps that separation good because I mean my socials
on my personal excuse me, my socials on my networking concierge,
you know account.
Speaker 4 (55:25):
I'm not sharing that with attorneys because there's no need.
Speaker 1 (55:28):
Like my value is based off of how I can
support them in pen con and with rankings and all that.
But if they want it, if they happen to fine,
if cool, no problem.
Speaker 4 (55:36):
What's going on. I'm not saying anything that's stupid.
Speaker 1 (55:37):
I'm just you know, I'm talking about topics that are
relevant to events into networking and not necessarily to how
lawyers do it.
Speaker 4 (55:46):
So it just depends on what avenue you want to go.
Speaker 3 (55:49):
So that's great advice. I like the LinkedIn advice too, like, yeah,
that's cool. So what I was thinking going back, I know,
digressing a little bit, but like you were talking. You know,
I talked to a lot of guests and many who
you know, some who you may not know, some are
not even in the legal space. But one thing, as
(56:11):
I was thinking, you were talking and talking about your
side business.
Speaker 2 (56:15):
You know, I can see you talking at a master mind.
Speaker 3 (56:18):
And charging a consultation fee for that, not a consultation fee,
not a speech, but talking about.
Speaker 2 (56:24):
A course, and I think those would be great.
Speaker 3 (56:27):
I think you could do those for lawyers, and you
probably could do them where Chris sponsors it because he's
going to want to get the work and you're getting
you're getting paid separately to do the networking.
Speaker 1 (56:38):
I think I have done in the past for clients
I do have today workshops with individuals of that groups
of lawyers.
Speaker 4 (56:45):
I could, but I think that there are like they
I could.
Speaker 1 (56:49):
However, I don't ever want to step into that mode
of me, which is which is a different profession, not different.
Speaker 4 (57:01):
It's just it's just it's just a.
Speaker 1 (57:03):
Different mindset of the networking component for attorneys because they
are potential clients. When I get hired to work with
a group of individuals, I'm gonna say some hard stuff like, hey,
in this emotional intelligence assessment, it says that you have X, Y,
and Z where you really need to work on. Here's
how we make it work. With attorneys, it's a little
bit of a different conversation because there are they are
(57:25):
actively working in to gain deals and they've got luck
going on. It's it's a very different dynamic. So I could.
I don't ever offer that just because it's not my
role at this time, but I you know, Chris has
I believe it's doing a Mastermind in the next few months,
and he's got a whole program. And I am there
to make that man the king, right, I am the
(57:47):
king maker, and I am happy to do that if
I were to take on.
Speaker 4 (57:50):
A role of being the authority in that space.
Speaker 1 (57:53):
It's not my role in this in this company, and
I respect that because Chris is the king. Chris is
the most doesn't know Chris, Chris Try He's the most
humble man on the face of the planet.
Speaker 4 (58:04):
I love working for him.
Speaker 1 (58:05):
He's given me an immense opportunity and he's trusted me
to get things done.
Speaker 4 (58:10):
And in the world. He's such a goober. And I mean,
he's such a cool guy, great guy.
Speaker 2 (58:16):
I'll tell you a story.
Speaker 1 (58:17):
So smart and when it comes to seo, oh my gosh,
so smart.
Speaker 4 (58:21):
Yes.
Speaker 3 (58:22):
So I use a competing company and he you know,
they all know each other and the smart ones tend to,
you know, hang out with each.
Speaker 4 (58:30):
Other to kind of we're all at events together.
Speaker 2 (58:33):
Why why not?
Speaker 3 (58:35):
But what makes him really cool is that despite it
doesn't mean he's just such a cool guy and not
that I expect anything different from him. We became accountability partners,
and I mentioned this twice, and you know, like he
is the reason why, like I'll have dinner with my
wife without my phone on and hopefully you know, in fact,
I want to text him after this and be like,
(58:55):
have you had a meeting with someone else you know
that's not on your leadership team to to to encourage that,
because sometimes even accountability partners fail. But he's such he's
a yeah, you know, he's not only you know, you
get to know someone by sometimes your interaction with them
obviously not in an event, but like after an event
or after a thing, when there's no there's nothing they
(59:17):
get or get from you. And and he's a wonderful
person I could see while you like working with him,
and uh so, yeah, I think my point was I
just saw you in that space where it would not conflict.
Speaker 2 (59:30):
Like I can give you an example, Bill Biggs.
Speaker 3 (59:32):
For example, there's a guy named Jeff Blunt who does
sales gravy. By the way, one of your clients and
I are we're getting a group of lawyers together in
the criminal field, and we hired him for a four
hour an eight hour sticked, and it's all of us.
It's not a formal mastermind, it's informal mastermind. We all
(59:53):
decided we'd instead of paying a third party, we're going
to do our own.
Speaker 2 (59:56):
And I could just see you doing that.
Speaker 3 (59:57):
That's why, because I think that the you have is
such great value and the way you explain it is simple,
and so I was just thinking.
Speaker 2 (01:00:06):
About for you.
Speaker 1 (01:00:07):
I sincerely appreciate that if the opportunity arises, I take
it through Chris to make sure there's no conflict of
interesting I'm saying that in general, but like Chris is
so knowledgeable in this space, and he lets experts be experts,
like he hires experts to do the one thing, like
that's what they do well. And that's why I mean,
I don't know if you saw our HR person, Chilean.
Speaker 4 (01:00:30):
We love her.
Speaker 1 (01:00:30):
She recently posted we even ninety five percent satisfactory rate
as a company, like that's unheard of in this space,
and so everyone loves working there. But our clients love
us and on the ranking side, because we hold ourselves
to a seriously high standard, and everybody being hired holds
themselves to that standard before they even come in the door.
(01:00:52):
So it ends up working out where you've got the
environment of an experience and a company that will really
do everything like love. I wish I could tell you
they didn't and like find pieces because I'm on an
island by myself over here with you know, me and
Danny on Pincon and Randy and everybody that works on
the REV team.
Speaker 4 (01:01:07):
But like, there is a level.
Speaker 1 (01:01:09):
Of exceptional quality that the team holds themselves that I've guys,
I've had twenty three jobs, right, like, I've never and
I've worked for celebrities, like I've never seen this level
of exceptional quality at any organization. And I'm not just
saying that because I work here. I'm saying that because
genuinely it's it's the best I've ever seen.
Speaker 2 (01:01:31):
Hey Ashley, well, that was a great, great episode.
Speaker 3 (01:01:34):
I appreciate you coming on and just a pleasure having
you so lawman out.
Speaker 5 (01:01:43):
Well, thanks for listening. The Lawman wants to hear from you,
so if you have any questions, give a shout out.
Follow him on Instagram at Bill's a Lawman. You can
also visit the website at www dot Thelawman dot net
and on YouTube at Bill the Lawman. Umanski and they'll
be placed there. You can ask questions, and if you
have any questions about your business or anything, just hit
them up and we'll try to get an answer to you.
(01:02:06):
We try to bring the best advice that we possibly can,
and if you thought it was good, talk to your
friends and we'll see you next week